Regional Sales Manager

2 months ago

Kuala Lumpur, Malaysia X-Rite Pantone Full time

Who we are

X-Rite’s expertise in inspiring, selecting, measuring, formulating, communicating and matching color helps users get color right the first time and every time, which translates to better quality and reduced costs. X-Rite serves a range of industries, including printing, packaging, photography, graphic design, video, automotive, paints, plastics, têxtiles, dental and medical.

What We Value

THIS JOB IS A UNIQUE OPPORTUNITY TO:
Calling on prospective customers, providing technical expertise and product information as well as demonstrations if needed. As the Regional Sales Manager - SEA for the region, your main responsibilities include maintaining and growing the current sales manager network, as well as expanding existing accounts. Our focus is primarily on industries with color critical productions such as coating & paint, plastics, têxtile, automotive, food, cosmetics, and packaging.

**WITHIN YOUR ROLE, YOU WILL**:
Functional
- Set and communicate the vision and mission for the region: train, develop, mentor and motivate the sales & account management team to success.
- Lead a Regional Sales organization, with direct line management of sales Managers to close new business as well as grow existing accounts.
- Direct activities of assigned Business Development Representatives and their efforts in building pipelines.
- Align field execution with the strategic priorities of the business, coaching and mentoring the commercial team to drive funnel and software bookings growth.
- Renew and retain existing customers while growing market share through new customer acquisition.
- Drives funnel management, accurate forecasting and reporting by effectively utilizing Xrite CRM system (SalesForce).
- Establish and maintain contact with Xrite channel partners & customers as part of a relationship matrix ensuring Xrite is perceived as a trusted advisor, not merely a vendor. Includes regular interactions with executives of major and prospective clients, working in partnership with the Customer Success Managers.

Leadership
- Line management of a team of Sales & Account Managers within the Sales organization in accordance with Core behaviors and best practice to ensure a highly motivated and effective team where talent is retained, and succession strategies developed and executed.
- Focus on talent development within your team as well as hiring and retaining a diverse and inclusive workforce.
- Set clear performance objectives and goals for the team, aligned to the overall Sales strategy, and work with the HR team to ensure an appropriate competency framework is in place to drive a high performing Sales team.
- Interview, select, coach, train, instruct, manage, and appraise the performance of associated Sales team members and mentor associates as appropriate.
- Work with the Sales Leadership to ensure that the Sales function is adequately resourced and trained to deliver an efficient service to internal and external customers.
- Actively promote and lead the use of Veralto System tools within own team through continuous development, integration, and effective deployment. Identify opportunities for standard work and implement them as appropriate.

Sales Channel Management teams
- Monitor a sales team of professionals in the region.
- Monitoring existing relationships with re-sellers & dealers
- Monitoring sales performance within the channel partner network
- Meeting quarterly and annual plans
- Developing and building strategic relationships within the channel

**YOUR EDUCATION AND BACKGROUND EXPERIENCE WILL INCLUDE**:

- At least 15 ~20 years of extensive sales and marketing experience with proven, successful track record during that time.
- Has an experience to manage a team of sales professional, a technical or business degree preferable.
- Strong technical background, preferably with an expertise from one of the following areas - paint/têxtile/automotive & print packaging. A qualification in color critical matters would be appreciated.
- Proved ability to build long term effective relationships with all kinds of business partners (distributors, dealers, key accounts, end-users, opinion makers) as well as the proven ability to manage and develop those.
- Excellent negotiations and communication skills, including public speeches, presentations, face-to-face communication.
- Result oriented, open-minded, pro-active, stress-resistant, and analytical thinking with distinct planning and organizational skills.
- Able to manage a commercial team of sales professionals and a is a good team leader. Also work independently with only general guidance.
- Global mindset and readiness to travel extensively.
- Fluent English in spoken as well as written form.
- Good computer knowledge (Microsoft Office, desirably also Adobe products).
- Ability to communicate appropriately and professionally at all levels, both internally and externally.

Experience of product demonstration to customers at different levels.

**UNSOLI

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